5 Proven Ways to Improve Sales Reps’ Comfort With Virtual Selling


Published by Training Industry Magazine

October 2, 2020

Mike, a regional salesperson, had always sold face to face. Due to the COVID-19 pandemic, however, he was forced to sell over the phone. Understandably, this shift caused some discomfort, because it felt like a big change. As his coach asked Mike how his sales interactions were going, it occurred to her that he was actually doing a great job of selling over the phone; he was using many of the same skills he had used in the past. The difference was that he didn’t like it as much as in-person selling, and he was less comfortable.

After listening for a while, the coach said, “Mike, it sounds like you are being very successful with selling over the phone, but it just isn’t as comfortable for you. Is that a fair statement?”

He paused for a long moment and then said, “Yes. I guess it is. And, it’s a good distinction: Am I comfortable versus am I effective?” Read more at trainingindustry.com

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An entrepreneur since the age of 34, Bobbi has led workshops for thousands of people, and she has worked with some of the most recognizable brands on the planet.

Entrepreneur, Writer, Leader, Speaker, Life Coach, Avid Athlete, Resilient Survivor.


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